Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.
In this episode, Andrew introduces us to the Pursuit Plan. Put this and the upcoming episode on the Power Plan together, and you can get started immediately.
The Pursuit Plan is an analytical investigation of the strengths and weaknesses of each individual deal, the client, and the approach. All of this is detailed, spelled out, and has owners assigned to it. In short, the Pursuit Plan is your bible.
Andrew explains the impact this Pursuit Plan can have on the success of both new and renewed deals, as well as it’s important no matter how long of a tenure an existing client may have with your business.
About Andrew Phillips:
Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.
About CEO Led Sales:
CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.
If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/
